Best Way to Start Your Pitch... Every Time!

Instant regret. Have you had this feeling before of instant regret? When you approach the door and you go to wing it with your pitch and all of a sudden as the words come out, either ramble too much, maybe you, you word vomit or you say a really stupid thing and you look back, you're like, oh, gosh. And like, as the words are coming back, you're like, take it back. If that's happened to you or if you've ever gotten clammy or nervous about approaching a door because you don't know what to say, well, you're in the right place. Because in this video, I'm going to be teaching you the best way to start your pitch every time. This video is going to do two things for you that are really powerful. They're going to change how you view yourself. Because I know that the roofing industry has a horrible reputation and I know that we often don't want to, like, be grouped into the door to door salesperson box because there's this bad stigma and reputation of being like, sleazy and pushy and we don't want our homeowners to view us that way. So. So when you use this pitch, this way to start your pitch every time, number one, it's going to be easy to start a conversation. And number two, you're going to know exactly what to say each and every time. And as a bonus, you're going to feel way more confident. So let's get to it. And hey, if you're here and you've been here, welcome back. I'm super pumped to have you here. And if not, my name is Adam Bensman, a roof strategist and everything I do here is designed to help you smash your income goal in roofing sales. I got a freebie for you. There's a link in the video description to my pitch like a pro roofing sales training video library. If you haven't yet grabbed it, get a copy right now and I'll send it to your inbox for you or your team. It's a great way to get trained up. Get access to all 240 plus videos organized by category for easy bingeing and easy studying. And that's available here@theroofstrategist.com and you can get instant access. All right, now let's get to today's video on the best way to start your pitch every single time. Here is the big idea. I going to make this stupid simple. This is the one thing you need to remember. Ready? The one thing have a reason to Be there, have a reason to be there. Now what do I mean by have a reason to be there? If I showed up, let's say I'm a utility person and we're dredging a new line in front of the house and there's a knock on your door and you open it and you see a guy there in a construction hat and he's got his vest on. He's there for a reason. You see the construction equipment and he says, hey, you know, I'm here with so and so energy company. You know, we're dredging a line. I apologize. Your driveway will be in front of. You need to get out, let us know he's there for a reason. Do you think that homeowner is going to open the door and be like, what the hell do you want here? Rah, rah, rah. Now, okay, I know we're in door to door sales. There's always going to be that person. But hang with me. The likelihood of you being kind and having a reason to be there, isn't that going to peak someone's curiosity just, just a little bit? Why is this person here? They have a reason to be here. It breaks down their guard. Versus if the utility guy shows up and he opens up saying, hi, ma', am, we are here today offering a discount on electric. We're a new company in the area, but don't worry, we have a lot of experience and we do a really good job and we're doing a free energy assessment, but we're here to offer you a discount. Then they're like, okay, he's here to sell me something. So do you want to be the courtesy stop in or the pushy salesperson? My guess is the courtesy stop in because this leads to a very easy sale. And here is how we do it. You've probably watched enough of my videos. Maybe not. If you didn't, this will be new to learn the SLAP formula. Now in this video, I want to keep it short and sweet. So if you haven't watched that video on the SLAP formula, I'm going to put a link to it. One of these days I'm going to figure out where that link goes, but it'll be up here. And click that video. To learn this lap formula. Say hi and break the ice. Let them know why you're stopping by, ask an open ended question and then present to their answer. It's designed to start a conversation before a pitch. So what is the best way for you to start that pitch? It's this simple. We're going to break it down into five key times that you're in the neighborhood. So first, when you're new in the neighborhood, new in the neighborhood is either going to be for a brand new salesperson who is trying to crack open their very first sale, get their very first sale, or for a seasoned veteran getting into a new neighborhood for a new time, whether it's storm or retail or new market. And when we're in there for the first time, this is the hardest way to pitch. But we can let folks know why we're there. I'm going to get to that in a second. Number two, what happens? Hopefully not long after we've been in that new neighborhood, we, we are going to sign a new customer. So here I'm gonna write new customer. So this is when we actually get the full deal. We got a build order, maybe a deposit check, and we're ready to rock and roll. When's the next time we're in the neighborhood? After we pick up the check, the job gets scheduled. So when the job is scheduled, we get back in that same neighborhood and we wanna work it and have a good conversation starter at the door. And then after the job scheduled, what happens? We do the install. And who here thinks that this is the easiest time in the world to sign up deals? Yeah, I do. It is the absolute eas easiest time to sign up deals is on install day. And then number five, what do we do? The install's done. Now we have Peggy in the neighborhood whose roof we did, which is paid in full. So I'm just going to write piff. So getting back in that neighborhood. So let's take a look at this. L. Come on now. There we go. L. Let them know why you're there. We have five reasons to be there. And I'm going to run through these real quick and then we'll dive in a little deeper when I'm new in the neighborhood. Hey, my name's Adam, the roof strategist, by the way. Beautiful, beautiful rose garden. Be authentic with your compliments. Don't try to just like build rapport by becoming a chameleon. People sniff that out. So say hi. Break the ice with a compliment. Mention something nice on their property, something. All right? Let them know why you're there. Hey, you're probably wondering why I'm stopping by. The reason I'm here today is I've actually been talking with some folks here on Lexington Lane. So again, I'm making it familiar to that neighborhood before asking my open ended question of where are you at in the process. What did your insurance company say when they came out? When was the last time you had your roof inspected and routine maintenance conducted? That one's for retail, by the way. So I'm speaking with folks on and then use their street name. Easy. You might be wondering why I'm stopping by. The reason I'm here is blank. Give them a reason. Listen as you begin talking to people. I talked with John, I talked with Peggy. I actually just inspected John's roof. Michael down the street, we looked at his roof. We actually just got his claim filed. Anyway, whatever it is, make it relevant, make it personal, and have a reason. Now, someone recently recommended that I read Jordan Belfort's book called Straight Line Selling, and I'm almost done with it. And what he calls this have a reason. He calls it a justifier. And it puts people at ease so they don't feel like they're being sold right away. Because you're introducing yourself and you're stating why you're there instead of just saying, hey, we're here doing free inspections. And they're like, you just like word. You just like word vomited a sale on top of them. And they're like, no, I don't know who you are, why you're stopping by. Never heard of you before. So that's how we handle a new neighborhood. And then once we sign a deal, we have a new customer, right? When you sign that deal, go hit those neighbors. Hey, my name's Ed. I'm the roof strategist. By the way, that 67 Mustang in the driveway, beautiful. I've lusted over those forever. And the condition yours is in is phenomenal. By the way, the reason I'm stopping by today, Peggy, she's about three doors down. She just chose us to do her roof. All right, so again, giving the reason to be there before explaining why we're in the neighborhood, why her roof might have been replaced, and then asking our open ended question, job scheduled. Hey, the reason I'm stopping by today, Peggy's roof, she's about three doors down. We're. We're installing her roof next week. Now, we care about the neighbors in the neighborhood, so I just want to give you my information in case anything comes up. Here it is for you. So please call me. Any debris, any noise, anything, just give me a buzz. We'll take care of you. And you know, by the way, while I'm here, go into your asking an open ended question. Now, some of you might be being like, really? You actually work it when the Job is scheduled. Why do you get out that early? Well, here's why. Is everybody home on the day of install when you happen to have the time to work the installation? No. But if you're there when the job is scheduled and if you're leaving those door hangers that I provide in the battle pack, what happens is it gives you an opportunity on install day to use virtually the exact same pitch. The reason I'm stopping by is we're doing Peggy's roof today. And if you've left any literature at the door or are following these steps in my program, the complete sales strategy, where I give you the checklist to follow of exactly what to do and what to say and the material to use, dominate the neighborhood like most of the folks who you've seen interviewed on this channel are using. Then you'll notice that this when the job scheduled, they're sending that direct mail letter. So on install day we have the install going on to reference, we have the letter that we've sent in the mail alerting them of the install and they've probably seen our door hangers. So if people have seen you 3, 4, 5 times, they've seen you in the neighborhood, 6, 7, 8, 10 times, this becomes the easiest way to start just snowballing your sales. Alright. Then when the job's done and paid in full, we get back in the neighborhood. And as you grow it, you can point and say, hey, you know what? I did Peggy's roof over there, we just actually finished hers. We're doing John's next week. Michael and the Smiths, we've done all of their roofs as well. And again, you have a reason to be there. So now you know that the easiest way and the best way to start your pitch each and every time and is to have a relevant reason that is specific to the homeowner and explains why you're there or in the neighborhood. That builds credibility, creates an easy way to start the conversation. But most importantly, it puts people at ease so they don't feel like you're flying straight into a pitch. So take a look at these five stages. New in the neighborhood, New customer. When the job is scheduled on the day of install and when it is paid in full. And when you use this at the door, you, you now know all I gotta do is say hi, let them know why I'm there, ask the open ended question that I just taught you and then shut up. Wait for them to respond before you pee, Present to their answer. So if you liked this video and you want more There's a few paths you can take and there's links in the video description to my Marketing Battle Pack for the direct mail letters and door hanger letters. The complete sales strategy which is an add on option by the way to the marketing Battle pack that is kind of a no brainer. It's just 97 bucks and it will get guide you step by step with videos of how to use everything and put it together into a complete plan. And then if you really want to just ramp it up and get it all and get my complete canvassing strategy alongside this that's available as part of the roofing sales success formula get you the whole suite so now you know the next time you are out exactly what to say to knock the door. And my hope is that you never once experience it again. The instant regret or the clammy hands as you approach a door not knowing what to say. So the very next time you are out or if you're streaming this in your truck, you now know the best way to start your pitch for every single scenario. Every time. Listen, if you like this video, give it a thumbs up. This tells me hey, do more videos like this. Maybe you like shorter videos and I can do more of these and subscribe if you haven't already. I'm so glad that you're here and I'm so glad to have you back. I'm going to have a playlist for you that I think you're going to really like and it's right here called Ace youe Pitch at the Door. And if you have any questions about any of my products or programs, there's a link to the contact info in the video description and I'll be happy to help you out. See you on the next one.